Expert Marketer Magazine


United States


7 Steps to Sales Force Transformation

Michael Perla

Michael specializes in providing actionable insights to marketing and sales organizations to help them increase pipelines, win ratios, and productivity. He has sold and led projects with the Global 50 to Fortune 1000 companies including: Hewlett Packard, IBM, Avaya, Qwest, Express Scripts and IMS Health, among many others. 

Michael led a $3.5M sales effectiveness program that resulted in increases in pipeline size (>3x quota) and win ratios (12% improvement), while helping to define a management cadence that the sales organization executed to effectively run the business. Michael led two other projects, in separate industries, in which the Global Sales organization re-focused their Go-to-Market strategies to target higher-potential segments, while increasing productivity and pruning low-potential, high cost markets or segments. In one case, the overall cost-of-sales mix improved by 100+ basis points, while allowing for better resource allocation and alignment to the new strategy.

Michael provides the analytical rigor of a financial analyst with the holistic skills of a strategist to help the Symmetrics team to improve marketing or sales performance and cull out and craft actionable insights.